Equinox Sales Training Practice Test

When facing a procurement-led objection, which sequence best keeps the deal moving?

Focus on long-term ROI, minimize policy discussion, demand quick decision. Acknowledge policies, frame value and risk mitigation, offer compliant terms, propose phased pilot if needed. Dismiss procurement concerns, quote market rate, promise faster implementation, skip pilot. Offer discounts, ignore policies, push for signature, escalate to legal.

Correct Answer:

Dismiss procurement concerns, quote market rate, promise faster implementation, skip pilot.

Explanation:

When procurement-led objections arise, the move that keeps the deal moving is to acknowledge the policies and constraints, frame the solution in terms of value and risk mitigation, offer terms that are compliant, and propose a phased pilot if needed. This approach shows you respect governance while clearly linking the purchase to measurable benefits and controlled risk. By addressing policy, risk, and pricing up front, you build trust and create a concrete path to approval, with a low-risk way to validate ROI and implementation. If you push for discounts or speed without addressing governance, or skip a pilot, you signal that compliance isn’t a priority, which can stall the deal or erode confidence.

Access more questions from this quiz

Continue to Equinox Sales Training Practice Test for more practice questions and the full quiz experience.

Access More Questions